In this episode of One Small Change, Yvonne McCoy welcomes Robbie Samuels, a dynamic entrepreneur who shares how one seemingly insignificant decision—replacing a traditional website contact form with specialized Google Forms—sparked tremendous transformation in both business efficiency and quality of client interactions. This episode dives into the power of small, intentional tweaks to streamline processes, filter for the right clients, and build more meaningful business relationships. Listeners will hear practical strategies about matching with ideal clients, building referral systems, and using technology to support personal strengths, all while staying true to yourself as an entrepreneur.

Guest Bio:

Robbie Samuels is a multi-passionate entrepreneur with experience as a book launch strategist, professional speaker, business coach, podcast host, virtual event designer, and executive Zoom producer. Known for designing impactful systems and sharing actionable insights, our guest helps authors and entrepreneurs launch successful offers, connect with the right clients, and leverage their unique networks for growth.

Chapters:

00:00 One Small Change: Transformation Insights

05:29 Prospect Organization System Setup

08:41 Open Coaching for Aspiring Authors

09:33 Niche Strategy: Value vs. Volume

13:23 "Embrace Three Words"

17:08 "Specializing in Women's Business Strategies"

20:44 "Redefining 'Ideal Client'"

23:56 Effective Book Launch Strategies

28:49 AI Automates Google Form Creation

30:38 "Supercharge Business Through Connection"

Quote from the Guest:

“Show up and offer value. That was all I was trying to do, and that's all I'm still trying to do.”

Links:

Grab your free resources from Robbie Samuels:

1. smalllistbigresults.com
2. booklaunchbrainstorm.com

Welcome to the One Small Change. As always, I am thrilled

that you're taking some time to embark on this journey of exploration and

transformation with me. And I'm your host, Yvonne McCoy, and I bring

almost 30 years of entrepreneurial experience and a

passion for discovering growth through the power of seemingly small change.

And I want to thank you for being here this week. And we

have an amazing guest who's going to share that an

unexpected or insignificant decision that sparked a

remarkable transformation and growth in their life. And

it may be personal or it may be professional.

This week we are talking with Robby Samuels.

Robbie, thank you for spending time with us and I cannot

wait to hear what you have to say. I have. I wouldn't tell

you, Yvonne, so it's a big secret.

I have been to your events and your weekly.

Your Friday Content Connection club. But I was there

before it was coming. No more Bad Zoom Virtual happy hour. Yes, that's what

it was. And I have to tell you, this man is really

amazing. The stuff that he comes up with and his thought process.

So I am not going to keep talking. I am going to let him take

it away and tell us. So tell us your story and

your, you know, seemingly small change and

the impact that it had. So I'll start by

saying I'm a multi passionate entrepreneur. I'm a book launch

strategist. And I know we'll talk more about that in a little bit. I'm a

professional speaker, I'm a podcast host, I am a

strategist, I'm a business coach. I'm also a virtual event

design consultant and an executive zoom producer. And yes, I do

sleep. Here's my one small change.

Years ago, I mean, this is probably seven years

ago, I removed the contact form from

my website because I was just getting

so much spam. So much spam. And it was,

it was exhausting, annoying, demoralizing

because you're like, oh, I got a message. I didn't get a message. And in

its place, I have Google Forms

and I have Google Forms at the bottom of each of the pages or

throughout each of the pages that I describe my services. And I have a contact

me page or Contact us page that lists

links to all the different Google Forms. And that way

if someone is interested in booking me to speak, that's one

form. If they're interested in me producing a virtual event, that's another one. If they

want to talk about their book launch strategies, it's a different one, et

cetera. And this has really changed

how people arrive at the call how prepared I am for

them and for the people who can't be bothered to fill out the form,

then they're also not ready to do the work that I believe they'll

have to do. So it's been a little bit of a litmus test,

but it goes further than that. But that's the small change.

Where it started was removing the contact form and

replacing it with Google forms. So

you may not have had a thought process when you did

that. I mean, you probably said, I'm just doing this because

this is irritating and I don't want to be bothered with, you know, these tire

kickers. But the bottom line is

that the thing that you did started

to filtered the people,

focus them in the area that they wanted. And

so if you were looking at that as, I mean a lot of people will

look at that and go, oh my God, I'm turning all these people away.

But that's not really true, is it? Oh, not at all.

I recently had the most awkward

prospect call I've had in a really long time.

It was a big not fit, you know, like something was

off. And I earlier that day and later that day

had great calls. So. So of course I'm trying to figure out like, what was

the difference? Well, this person somehow got on my calendar and

skipped filling out a form. And

I now schedule calls. I mean, I do these 30 minute calls for

like lots of services. But mainly right now I'm meeting with a lot of

authors or writers about their books. And the

more they come into that call having thought a little bit about

why they wrote the book and their intended outcomes and strategies and goals,

et cetera, the better we will have a good experience. I've even went and

wrote an entire book about my book launch strategies. And if they have read that

book or skimmed it before getting on the call, they're even more informed

and we can dive into their unique situation. So when that happens,

it's an incredible conversation and it's really, really helpful for them and I get

clarity for them, et cetera. Part of it is that they

go to a landing page or, or page on my website and they read about

what I do. I'm also very transparent about price. So that was part

of the. I don't want people showing up thinking they're going to pay $50 for

a Zoom producer when it's $1,500. Right. I can't have

that mismatch keep happening. And when people follow my process,

it really, really works. So it also keeps me organized. So

instead of having lots of inquiries. I now have a fathom that

records these calls. So, so at the end of the call, I go to that

spreadsheet tied to that Google form. I jot down a few keynotes

and I grab the Fathom link and I drop it into the spreadsheet and

I can mark them as a weak prospect, strong prospect, yay

or nay. And when I'm ready to review my

prospects, I can organize them by weak prospect or strong prospect and do

my follow up. If I don't remember the details, I can look back at their

answers that they had given to me about their book. I can

look at the Fathom summary and that will usually be enough. I could also

watch a moment of the video and then seeing them often clicks in place.

So I could have a dozen conversations at any week.

And so it could get very jumbled in my brain if I didn't have a

system. So this system, in a way, got set up because of that

one small change I made seven, almost eight years ago.

Removing the contact form and replacing it with a Google

form, well before this particular offer was even a twinkle in

my eye. All right, well, what, what I want to do, if you don't mind,

is I want us to take a step back from the

actual system and all the techy parts of it,

because, you know, I'm not very techy and I want to talk

about the kind of the philosophy and

as entrepreneurs, what this means. So

a couple of ideas came up and I want your comment about that.

So the first thing is I think most of us had the limiting

belief of that there is a scarce amount

of clients. And so we want to talk to everybody.

There are some real downsides to that. So can you talk

about that a little bit? Yeah, I actually

tested this last year. So I was piloting a

lot of ideas last year as I was building Biz Book Pub Hub, which is

this resource ecosystem I developed. It's a mix of a curated

directory of experts who support entrepreneurial authors, author

events, speaker events,

podcast. A lot of good things there. But we were sort of piloting all these

ideas and I was booking calls with people who were on to join

the expert network. And I was also having calls with writers and authors.

And so I didn't make any money in Q1 of last year.

I probably met with 20 people a week.

And it was a lot to get it booked and to keep track

of it and to just understand like what, what I was trying to get out

of all those calls. It was deep research in a way. And

because I did all that work, I was able to then refine who I would

really like to meet with. So I recently spoke for a writing

group in California that works with 50%

business type authors, like people writing nonfiction books related

to their business and 50% fictional authors.

And after I did my presentation and I offered to book a call for 30

minutes, I had fiction authors booking with me.

And I did about three of those calls before I was

like, I have to put something on my website that explains who I am here

for because I have enough free content for them to get

the lessons without meeting with me. Like, if they want to just generally understand.

This is before I even had a book. There was podcast content and things I'd

posted online and blogs, et cetera. So I had to start putting some

boundaries up. And yet I didn't want to close it off

to only people who had a book at a certain stage.

Because I've learned that my best coaching

prospects are people who are starting to work on a book

or are further along in the book. But they want to make sure the book

has a new revenue stream tied to it and they don't feel confident that they

already have that lined up that they now the book is going to happen. They're

now thinking about the next step. So I want to be open to

those kinds of conversations, exploring those, because that becomes another

opportunity for a different revenue stream. So I don't like,

oh, you have to have a book and has to be, you know, I don't

want to like too constrained, but I also know it has to be people who

could potentially work with me. And who, who is

that and who is that not. And that, that is

a matter of kind of, you know, the concept of being a, you know,

a bigger fish in a small pond versus being a small fish in a

huge pond. I mean, the time that you

spend talking with people who are not a right fit

is draining for you and it's also not productive for them

either. I mean, you're actually doing them a service. And,

and I think that people, you know, when you have the right

client and they value you, then

they are not looking for you to discount their services.

Right. And so that brings us to the price thing. It, it is

not a good idea to make your, I mean, it's kind of

like probably the easiest way I heard somebody explain is you have to decide

are you going to be like, like a Walmart or, you know, or

a Kmart and be a volume person or

are you going to be a high class Like Nordstrom and be a high

ticket person, you know, and that was like, oh,

that's interesting. I mean, there is actually enough

business for everybody if you're

specific. And probably one of the most empowering things

that, that ever happened to me was when I can

say to somebody, here's, you know, a couple ideas that come

to my head. But we really are not a good fit.

Right. That's partly why I built a referral network too.

Because when you feel confident about who you can send those folks to

and that they'll get the support they need, then you're less likely to take them

on. I want to be really clear about what I'm focused on. And

I'm not helping you as a writing coach. I'm not a developmental editor. I'm

not publishing your content. I'm not doing your social media

marketing. I'm doing the launch. And it has really

specific outcomes and it's for a particular purpose. And it will be most

beneficial to a certain type of authority who has a business

speaking, coaching or consulting. So them knowing

all that coming in. In fact, you know,

now it's all happening where people are getting referred

to. Me going to book launch brainstorm.com

seeing my note at the top saying, before we meet, I recommend you read my

book and download my, my bonus content, which you can actually

download whether you get the book or not. And they do that. And

I had a woman get on a call the other day who had already put

together a list of people invite to her launch team of over

500. Oh my God. She had, in the two

weeks, while waiting for the meeting to happen, started the

process based on what she read in my book. And it, I'm

really glad she did because her turnaround time was really close. Like she's like, I

have this event in October. I want to have the book out for this event.

And so we, we were able to build a timeline that met her

tight turnaround because she came into the process

like really clear, this is a solution I want, I've already done

work to validate that it would work for me. Robbie's the right person.

I trust his process. And she saw my price and she was like,

oh yeah, I remember your price. It was reasonable. And her only question was whether

to hire my implementation team or to do it with

her team. And I really strongly emphasize you should if

you have a team member to do it. Like I'll, I can train them up.

Like it's a good skill to have. And she thought about it and was like,

nope. I actually want you to do it. And so like that was the

only question in her mind. And then suddenly she's buying the

entire package for me, including a 90 minute

coaching session to help develop the new offer.

So it was the book launch, the full book launch package plus a coaching

package. And it she sold herself, you know,

like that I didn't do anything except degree. So

again, I'm going to go back kind of to the non techie kind

of way we can do this. And one of the ways, you know, that I

talk about is being yourself, you know, and

you know, for me it's really funny because

I have this thing that I do in my workshop that you come up with

three words so you don't have to write a mission statement and a vision statement,

all that kind of stuff. You come up with three words about the way you

want to be. My three words are

energetic, adventuresome and curio. Cur, you know, curious.

Okay. And so what I have found since I've started

putting that into, I mean I actually a different version of those

three words I actually used to lose over

£150. So since I've been

using it on my business, I'm finding that the

people that I get on calls with now say to me, I love your

energy. Which means the people that don't love my energy are not

calling, you know, which is good because it

means, you know, I'm connecting with the right people. And the last

call, you know, the last couple calls I've had, I'm like, you know, this

is wonderful, this is great. What, what can I do for you? And she's like,

I'm interested in working with you. Let's talk about that. And I'm like, okay, good.

I'm, I'm good with that. You know, so it really

does, when you put that filter, it really makes a

difference in terms of

who comes into your world and the people who come in are better

qualified and more in touch with what you

want to do. And you're not under, you know, you're not over delivering and

underpricing. Right, Right. So you're happy

too, right? 100%. I think

when I think back to the moment where we had a mismatch call the other

day, she came in wanting to inquire about me hosting,

designing and hosting her book launch party because she had sort of read about that

in my book, but she was asking about it in a like

divorce from the rest of the process. So I was like, okay, but first,

can I ask you some questions about the rest of the process. And I poked

some holes in her plans and she was

smiling through her teeth. She was not

pleased with my line of inquiry.

And even at one point was like, I have a business coach. And I'm

like, yeah, but I mean, so finally she's like, I want to know about your,

your party. And I tell her about it. And she goes, no, but I wanna

know the price. I'm like, oh, it's on my website. It's fifteen hundred dollars.

And she, she was like, you're being, we're having this really inefficient

call. I thought we would click and we're not. And I said, well, you could

spend a lot less than $1500 if you just want someone to manage your chat.

Like, that's not why you're hiring me. And that's where it's energy.

Like, the clients that want to work with me love the fact that I can't

help but teach them something like, you can't hire me for one

thing. I am a multi passionate entrepreneur. I bring all the tools in the

toolbox. And those who appreciate that. I have

nonprofit leaders who are not entrepreneurs but are

very entrepreneurial who end up leaning into a lot of my entrepreneurial skill

sets to figure out how to run their nonprofits. And so we're talking about

their fundraising event and I'm helping think about marketing,

right? And they're like leaning into what I've learned. And so

that's, that enhances why they wanna work with me now. It detracts.

So it's just very like, be who you are. It's also why I have one

website for everything. I don't have 17 brands.

I have one website. I have a very clear audience for everything I

sell. There's some overlap between some of those audiences,

but it's one place because it's me. You hire me and you happen

to get all the tools in my toolbox. Everything, right?

It's, it's interesting because, you know, somebody, one

time somebody said, why do you say women's business strategists?

And I say, because I enjoy working with women. That

doesn't mean that I won't work with a man. If there, if

we have rapport, you know, but

it's also, you know, I also work with couples. If it comes up, you

know, for you've got a business and it's a couple, you'll do that. But you

have to have one, you know, at least one thing that people can know you

for and find you. Which doesn't mean that you don't give them

everything, you know, I mean, it's, It's. I was telling you

that when I used to coach executive women, one

of the weird things that they liked about me, besides the fact that I made

them calm, is I had good mom advice.

And I used to say I went to Wharton for this. But, you know,

but my. My actual, you know, power is coming up

with systems that work whether they're technical or not.

And so, you know, I mean, one of the systems that I came up with,

my son, who would never get dressed in the morning and just

drove me crazy, was on Saturday we would, you know, put

seven out, you know, six outfits together, underwear, socks,

tops, bottoms, the whole bit. And in the morning, he could pick the one

that he wanted. I didn't have to, like, you know, it wasn't me, you know,

and by the end of the week, he had changed things around so that he

was wearing plaids and stripes. And then I learned to buy solid colors.

That's funny. But I didn't have that problem anymore. And

they were like, this is a great system, you know, and it was.

But go ahead. I want to just jump in. That thing you said earlier

about how you're a women's business strategist.

When I was really focused on talking about my book, sorry, my business

coaching, my business growth strategy coaching offer. I

always define that. I tend. I always say I tend to

work with. Which even that phrasing, right, that leaves open

that there might be some edges around this. I tend to work with

entrepreneurial women in their 50s and beyond who are looking to grow

their impact to income through some kind of new revenue stream.

And then I say, well, and parenthetically, a few good men.

And there's always kind of a laugh about it. But I say the kind

of guys that are attracted to the way I talk about the work

that I do are the kind of guys that can hang out in a room

full of women comfortably. And they're the kind of guys I'd

want to hang out with, because I'm usually the guy in a room full of

women. And if you're that kind of guy that can also hang there, like, that's

the kind of person I'd want to work with. But it's

interesting how some people will think that's too closed off.

And I'm like, I can't be for everyone. Like, there's a reason

it's not 30 year olds, you know, And I. And I can

explain it. I can. I have a reason now. When you first, get started. You

don't. I actually use the term likely prospect instead of the term

ideal client when I'm working with people if they don't have a

proven offer. Because I know when I was getting started, I

did not like any of these questions on all these, you know, you buy these,

like, programs and the first modules, like, describe your ideal client. And I

feel like I was just making things up, you know, Starbucks or Dunkin

podcasts or audiobooks. Do they listen in the shower, in the car? I'm like, I

don't know. And now I do know because I've actually

worked with these people. But back then, if we just said, well, who's your

likely prospect? I probably would have had a lot more freedom to start thinking

about who in my community could be that person. I want to throw something in

because this is like my number one pet peeve is that,

first of all, you know, my story is that I was in a

$25,000 a year program, and at the end of that year, I did not know

who my ideal client was, because I could. They didn't fit in into a box,

right? And so, you know, I don't call

it ideal client. I call it your right client. And what I say is,

I work, you know, I work with entrepreneurial women and

enlightened men, you know, and. And the other

thing is, I did. I. I did my, my lead

generator, and I started it with

the first thing. I started it with who are the people whose needs you're

fulfilling, who love you, and what are the things that they got

unexpectedly? Because if you start with who's your right client

or who's your ideal client, you're stuck. And you never

go. And you, you can never go any further. So I reverse engineered

it. You know, the clients that you have are the people you know, whether they

paid you or not, that you liked working with. And then you can

go backwards and, and backfill, you know, the

stuff that, you know, the stuff that you're doing. Oh, my God, we could talk

about this forever. I have one more thing then. Let's, let's. If we can

include this before we change topics. I like to

ask people, if I was talking with someone and realized

that I should introduce them to you, what is that person complaining about,

talking about, challenged by? And that

changes the conversation because now we're looking at what phrases, what

language, what emotion, what situations are they in the middle of?

My brain also can then more likely latch onto whether

I know those kinds of people better than if they

described like Some demographic even, because even 50

year old entrepreneurial woman is not specific enough to like what

would cause you to want to introduce them to me? It's because of something that's

happening. So that's been my like

workaround. So I went on a 30

minute phone call and she said to me, what situation are your clients

in? And I was like, oh my God, they're all trying to scale

their business. They're spending too much time in the weeds and not

don't have a strategy to get into the bigger picture of what they want. I

mean, it was like magic, you know? All right, great question. It's

why coaches need coaches. So

before we run out of time, let's make sure people know what the free, the

free gift is you have and the three or whatever

number you've got. Actionable steps that you think people should take away from

this. So I wrote four books and one of them

is called small list big results. Launch a successful offer.

No matter the size your email list. The basic premise is no matter how

big or small the email list is, and we always want it to

be bigger, your network is bigger.

Okay. And that concept is also the basis

of the fourth book, which is launch your book an entrepreneur's

guide to reviews that drive revenue. The idea is that you lean into your existing

network. So I'm going to recommend that people go to

smallestbigresults.com and download the bonus content.

If they don't have a book that will really help them thinking about

how to identify people in their existing

network that are likely prospects, referral partners,

or general supporters. If they have a book or are thinking about a

book, then similar concept, but more very specifically

focused on the launch. Then if you go to booklaunchbrainstorm.com,

you'll get the book and you can just jump in and get that bonus content.

With or without buying the book. You can always get my bonus content.

And I'm just challenging people that if you're going to build a new offer,

do not just build it in secret

and then tinker with it and go bring it out into the world

and expect people to buy it. Do not go to people to do quote unquote

research calls where the only question is, now that I've spent

25 minutes describing this thing that I poured a ton of effort into, do you

think you should have a blue button or a green button? Because you're answers

to that question will not tell you whether people are going to buy from you.

So do research calls before you develop it

before you have tried to figure it out. And also stop trying to put things

on your website before you've sold it. Just no one, those initial

like half dozen dozen people who are going to buy from you are going to

buy from you. You don't even know what it's called yet. You

don't have to know exactly how many sessions like they're going to buy because they

helped create it. And that's what a good research call can do. So if

you have a really clear sense, my, my process is called wake

up your network and it helps you figure out

the first first part of this is a two part question. Would they remember

my name and would I be happy to hear from them out of the blue?

So Yvonne, you remember my name and I reached out of the blue you'd be

happy to hear from me. So you know, if you saw my name you're like

okay, yes Robbie, then the question is connection.

My influence and my interests. So how

strong of a connection do we have? What kind of influence do I have in

the context of whatever it is you are doing and how interested might I be

in that topic? And based on the answer to those questions, you can either decide

that I'm a likely prospect, a referral partner, or

some people are general supporters and some people just don't fit and that's fine too.

But it's not fun work. I can't tell you it's going to be the best.

But if you do it and it's like and as little as a weekend, you'll

end up with hundreds of names on a list. And if you really go through

that list over the next 612 months, all kinds of new

revenue and media opportunities will come from that curated,

thoughtfully put together list. Depending on where

you are in your business, whether it's research calls, sales calls, launch team,

but that's the group of people that you need to figure out. You do not

need thousands of people following you to be effective.

You need just a few hundred who understand who you are, what you do and

they'll remember you when they're thinking about that. It's like who knows what

you know and will they remember you when they need it? So I don't know

how many of those were, but those are the things that I would tell people

to do. And that goes right into what

I just said is, you know, you need to be found and

everything that you do

needs to kind of go into that focus, focus on that, you know, and,

and I the through line for. My business

because I am A multi passionate entrepreneur. I had some really good

fortune of sitting with Tamsen Webster, who's an incredible

messaging strategist. And I've known her a long time, so she's seen

my business evolve and she said, what's basically, what's the through line?

And I said, I don't know if I like the answer I have for you

because you're you. And I don't really suddenly I don't feel good about my

answer. And she looked at me and went, be seen and be heard. And

I'm like, what? She's like, everything you do, whether it's virtual

events, you help speakers be seen to be heard. If you're organizing

a book launch, you're helping authors be seen to be heard. If you're working with

a client who's got a new offer, you're helping them be seen to be heard.

Like people going to a conference and they're learning how to network because the

tools you've given them, you're helping them be seen and be heard. Like, that's what

I do. The medium changes, the modality changes.

But ultimately that's discovery. Being

discovered is really important. I'm going to say this one other thing because

we, we gotta wrap it up. It's

interesting. I went back and looked at some of the stuff

from like 15 years ago and I

was like, this is so good,

that's great. This is exactly where I am now. But I

let people, you know, I listened to people and I was like, okay, well we'll

massage it, we'll do this, we'll do. And I'm like, man, if

I'd stuck with that, I would have been, you know, because I jokingly say I'm

a 30 year overnight success. But anyway, okay, so here's

the, here's the, you know, the, the surprise question. When was the last time

you did something new for the first time?

So AI has evolved and I tend to

only like to learn technology to serve a purpose and not just

to learn it. And I needed to create some new Google

forms and I was asking ChatGPT for

some questions and some like context to put in the top

description. And then I thought, can you help me create this?

Like, what is a way that you can help me? Like what's, what's the way

this can be created? And it gave me like five options and one of them

was to create a script. And then it showed me like how I can go

to a special Google website and upload the script that it created for me.

And lo and behold, Ivan. I did the thing and

I pressed, you know, run, and the. The whole form

got created with all the questions and I just had to go

in and, like, make minor tweaks, like, so even the, like,

effort of copying and pasting and choosing whether it's a drop

down or whether it's a short answer, a lot. Like, all that was done.

All that was done. It was incredible. So not only did it give me great

questions, we had a bit of a back and forth about what the purpose of

the form was, but now I know that

I probably could be creating scripts for other things. Like, it's just. It's just open,

just like unlocked a part of my brain I just didn't know was there.

That's great. I mean, I said. I said. I said, one day

I cut and paste this, you know, from this Google form, put in chat GPT,

and I said, can you generate this thing for my newsletter? And it was

like, yeah. And it did it. And I was like, if I had a better

form, what would it be? And it said, this is what I would add

to this. Do you want me to create it? I'm like, yes, please.

I love systems like that. Oh, that's a whole.

That's a whole nother podcast. Yeah, we gotta go. Thank

you. As the first step, I hope that you will subscribe, share

and engage this podcast on social media. And,

you know, the whole purpose of the podcast is to help you to supercharge your

business through connection and bring people into your community

that you may not have thought of. It's my way of giving back

and exposing people who have been helpful in my

journey. So I hope you will join me again for the one small change

and look at how a tiny shift can really

yield a huge impact. And if you haven't done it yet, you might

want to listen to the first episode just to see what I was

thinking about in terms of trying to

step into boldness and innovative possibilities. Before

we go, Robbie, do you have any last words or any favorite quotes you'd like

to share? There was a mantra that I used a lot in

2020 that helped me move forward in very tumultuous,

turbulent times, and that is show up and offer value. That was all I

was trying to do, and that's all I'm still trying to do. Show up and

offer value. Fantastic. Okay, everybody,

remember, change is simple, but it's not always easy. It requires

courage, resilience, and a willingness to step outside your comfort zone.

So, again, join me for the one small change as we embark on this. This

journey with a bold vision and innovation. And until then,

stay curious. Thank you, Robbie. Thank you.

Bye.